When I think of Dr Kenny and those that need him, I think of two categories:
First, those that are stiff and hurt today, they may be Older, take a moment before they take a step after standing up. They need an adjustment today to feel better and be active this week. This is a Home Run.

Second, a younger man who is athletic and active in his sport. He is sore, or upset that he will be sidelined for the next game or two. He is looking for the edge that will get him back into the rythem he was used to. Perhaps he is recovering from an injury and does not want it to be Career Ending. He needs Dr Kenny longterm, it is a Grand Slam.

Conventional wisdom might suggest that when referring clients to Jacob Battaglia, larger homes and bigger projects make for the best referrals. However, after listening to his Info Minutes and Seven-Minute Presentation, I have learned that bigger is not always better.

Jacob is looking for clients who value quality workmanship and a complete customer service experience. He takes tremendous pride in his work and is committed to doing the job right, rather than taking shortcuts simply to submit the lowest bid.

That commitment to quality and integrity is why I can confidently refer my clients to Jacob. As the saying goes, "You get what you pay for," and Jacob consistently delivers exceptional value through his craftsmanship, professionalism, and dedication to customer satisfaction.

Home Run would be a client collecting bids to paint there house

Grand Slam would be a client looking to consult with a painter on how to bring their whole house together with design and intentiality  

I know that I don't know!

A member of another association asked me to refer someone for payroll.   They are a certified cranky person, and John Lee owed me a favour, so I gave it to him.

When he turned in the We Did Business slip he marked it GRAND SLAM.
I was aghast!
I thought they ran their small business with two employees in their basement.
Turns out they had +180 employees in six countries!

I remember thinking "If that's what you want, I can give you more of that."

For Melissa Moss, CFP®, the difference between a Home Run referral and a Grand Slam referral comes down to both the immediate opportunity and the long-term relationship potential.

A Home Run referral is someone who is already thinking about their financial future and is ready to take action. For example, my son has a Roth IRA with approximately $20,000 that he is considering rolling over to Melissa. While the account size may not be huge today, he is in his 20s and has already developed the habit of investing. That means Melissa has the opportunity to help guide him for decades as his income, investments, and financial needs grow. The real value isn't just today's account balance—it's the lifetime relationship.

A Grand Slam referral is someone facing a significant financial decision who needs professional guidance right now. An example would be someone who recently inherited $250,000 or more after the loss of a spouse, parent, or partner. They may suddenly find themselves responsible for managing a large sum of money and making important decisions while navigating a difficult life transition. Melissa's expertise can help them protect those assets, invest wisely, and avoid costly mistakes that often happen when people receive a large inheritance.

When I make a referral to Melissa, I can usually tell whether it's a Home Run or a Grand Slam by understanding both the person's current financial situation and the reason they're seeking advice. If they're building wealth and establishing good financial habits, it's likely a Home Run. If they're dealing with a major financial event, such as an inheritance, business sale, retirement payout, or other substantial asset transfer, it has the potential to be a Grand Slam referral.

When I refer a family of four, with two teen drivers, to Andriy Kernitski at AK Motorsports, it's a Home Run. A Grand Slam is when I find the business with a fleet of trucks that needs regular maintenance.  I am confident when I refer someone to Andriy that he and his team will provide them a level of service and attention that will convert them to an ongoing customer.

3 to my right is Bryan Edwards over at Sesma tree removal.  I referred him to a friend of mine who manages the sales force over at southeast restoration.  they are a very reputable company and very productive.  I knew that would be a grand slam as it is a good gate opener for Bryan.  Also my contact is a good guy and they would be fast friends.  Feel like grand slam all the way around.  

Paul and I have a similar business model, in the fact that it is imperative that we prove how good our services are abd what sets us apart, and then we drive more people to realize that our services aren’t a luxury. When patients get to their 3rd or 4th visit with me, I usually get the comment, “why don’t all Chiropractors do this?” People who have had to take their animals to the groomers and block out 4-6 hours of their day, don’t realize how much time and money they will save by switching to Paul. By keeping the mindset of this is helping your quality of life, and not focusing on the differences, it will really help the referrals flow. The other thing that will really help woth sending Paul a grand slam will be to send him someone who takes the proactive approach to finding a way to take more things off of their plate that they dread every month. 

Three to my right is Caroline Grayeski with servicewise electric and plumbing. A homerun would be a homeowner that just moved into a new home, and has a laundry list of punchwork to get done, new breaker box, a new tesla charger to be installed.A grand slam would be an introduction to a builder or property manager, that will provide her with a constant stream of jobs, big or small. 

Today, I want to talk about Greg Verjan.  He holds the pest control seat.  A Home Run for him would be a contract for termite control.  A Grand Slam would be added services in addition to that, including quarterly inside pest control, fire ant abatement, as well as mosquito control

How do I know it's a Grand Slam? Because before I make the introduction, I've asked questions. I know they're serious about traveling. I know they have a timeline. I know they value Angela's expertise and organization over spending hours online comparing websites. I know they'll appreciate everything she brings to the table. Most importantly, I know they're ready to talk to Angela, not just collect information.

When I connect someone to Angela, I want her first conversation to feel less like a cold lead and more like a warm welcome. Full of excitement and confidence because I personally know how wonderful Angela is at what she does.  The heart, enthusiasm, and care she puts into planning every adventure she's entrusted with.

That's the difference between a Home Run and a Grand Slam referral. A Home Run is someone thinking about travel. A Grand Slam is someone who's already packing their bags and just needs Angela to help make the journey unforgettable.

A home run for health insurance with Craig would be a single individual looking for medicare supplement coverage. Whereas, a Grand Slam would be someone who has a spouse and has just turned 62. They can't access medicare, but have the opportunity for a special enrollment period. Craig would be able to help them find a policy that will bridge the gap until they are eligible for Medicare + Medicare Supplement. Those folks would likely stay with Craig from 62 until they no longer needed health insurance. Providing plenty of renewal premiums. 

Robert Mitchell at Peak Printing has such a large repertoire in the printing field. Over the years we have heard of how he prints business cards, training manuals and programs for plays. 
A home run for Robert would be helping a young bride design, print and mail the wedding invitations for the biggest day of her life! He not only gets the sale but he also has a client for life because of the attention he has shown. 
 
Robert has often mentioned his reoccurring customers and the 3rd and 4th generations of referrals they have given him. 
A grand slam for Robert Mitchell at peak printing is a person in charge of printing signs for a school district or a municipality. He only needs the opportunity to show his value and they will not be disappointed. Repeat customers no matter what the industry are great for every business but we have heard of so many of Robert's customers who have been using him for years because of his reliability and inivation. 

I know when I refer Robert it will be good no matter the size of the order because they will be more than satisfied and they will be back for more. 

I can tell if I am giving Scott a grand slam or a Home run by the way the person is talking about what they will do after the pool is build. If they are saying that it will be a great hang out spot for them, their kids friends and teammates, or that they can't wait to host again, it is a grand slam because their true goal is to build a space to host the people they care about and build memories with loved ones. 

For a home run, I would refer someone who is looking to build a pool in a space they have been told it is impossible to put one there

When I think of Michelle Baker and those that need her services, it is those new business owners I meet at a Chamber event or a small business owner walking around festivals in the community handing out 4 x 6 cards about their business. Not that there is anything wrong with this, but it could be so much easier these days with digital marketing.

A simple way for me to explain a Home Run to Michele is introducing her to someone who I believe is a good fit for her services and is willing to have a conversation with her. They mentioned wanting to improve their website for marketing or branding purposes, but they do not know where to start.

A Grand Slam is someone saying their business is not generating leads, social media is not working like they thought it would and are looking for a marketing consultant to move them forward. This gives me a specific problem to relay to Michele before the introduction is made and then Michele takes over "showcase the heart of their business."

A Home Run referral for Brandi Sluss is someone who needs help with a clear family law issue — divorce, custody, child support, modifications, or someone who knows they need a will or trust but hasn’t handled it yet. That’s a great referral because Brandi can step in, give them direction, and help them protect themselves and their family.

But a Grand Slam referral is someone at a major family turning point who is ready to take action and truly values professional guidance.

That could be a parent going through a divorce who is worried about their kids and needs someone steady, clear, and experienced. It could be a blended family that needs wills and trusts so the right people are protected. It could be grandparents, empty nesters, or parents with young children who know they need a plan in place if something unexpected happens.

I know it is a Grand Slam when the person is not just asking random legal questions — they are ready for real help. They want peace of mind. They want to protect their children, their assets, their future, and their family relationships.

So when I make that connection, I would say, “You need to talk to Brandi. She can help you understand your options, protect what matters most, and guide you through one of the most personal legal decisions you may ever face.”

Three to my right is Caitlin Tabliog-Sisic. For Caitlin, a Home Run referral is someone who needs professional photography—a family looking for updated portraits, a graduating senior, a business owner needing headshots, or someone planning an engagement session. They know they need a photographer, and I make the introduction.

A Grand Slam referral is someone who not only needs photography, but who already values high-quality images, is ready to book, has the budget set aside, and is actively looking for the right photographer. It could be a business rebranding their image, a family wanting a long-term photographer for milestones, or a client preparing for a major life event where capturing memories is a priority.

When I make the connection, I usually know it's a Home Run when I hear someone mention they need photos. I know it's a Grand Slam when they've already expressed frustration finding the right photographer, have a specific project or event coming up, and are asking for a trusted recommendation. At that point, they're not just shopping—they're ready to have a conversation with Caitlin.

The difference is that a Home Run creates an opportunity. A Grand Slam creates a client relationship.

For Greg Costello, there can certainly be a wide range of project sizes. From the single laundry room flooring replacment, to the complete 3 story home full hardwood install, sand and finish. So I view project size as one variable factor when it comes to the referral being a grand slam or not. 
I think another factor is the type of person I'm referring Greg to. For example, if it's a homeowner with just one house, that's potentially good, but not great. If I refer to a custom home builder who needs a reliable flooring contractor for their projects consistently, that referral carries far more weight in the long run. 

I'm curious to ask Greg at our next powerbrew if there are specific types of flooring projects that are consistenly more profitable than others. 

Most people think a referral for a plumber is anyone with a dripping faucet or a running toilet. That's probably a cold referral. It might turn into a service call, but it's not moving the needle.

A Home Run referral is a homeowner who just bought a house built in the 1970s and is starting to notice the signs, such as low water pressure, rusty water, and pipes that make noise at night. They're already asking questions. They're ready to invest in the house.

A Grand Slam is the homeowner who just discovered a slab leak and is now facing the conversation no one wants to have... about what it means for their foundation, their insurance, and the rest of their plumbing. Perry doesn't just fix the immediate problem. He becomes their guy. He walks them through the repipe and earns a client who will call him first for every home they ever own and send him every neighbor who asks.

The difference is the depth of the relationship. A Home Run is a real job with real value. A Grand Slam is the beginning of a long-term trusted relationship, and usually, a lot of referrals flowing back the other way.

A Grand Slam referral or Jeff Faile (accountant) would be a large multi-location residential construction contractor that is unhappy with his/her current CPA.  This would give Jeff a stream of regular inbound revenue and very likely a gate opener to other contractors.  Jeff has a long history in the residential building products channel and this would resonate well with prospective clients in this same channel.  Instead of "I know a good CPA you might want to talk to" it is "I know a GREAT CPA with extensive history in the building products channel that I highly recommend you talk to."   A Home Run referral for Jeff would be a single location, owner/operator in this same channel.   Still a steady stream of inbound revenue but smaller volume.   An On Base referral would be a person or couple just wanting to get their annual taxes done.

Most people think a referral for a pool builder is anyone who says, "I'd love a pool one day." That’s probably a cold referral—they like the idea, but they're not ready to act.

A Home Run referral would be a homeowner who is already investing in their outdoor space. Maybe they're getting quotes for a patio, outdoor kitchen, retaining wall, fire pit, or major landscaping project. They've moved beyond dreaming and have started spending money to improve their backyard.

A Grand Slam referral is different. It's the family that just spent $50,000 remodeling their kitchen and now says the backyard doesn't match the rest of the house. It's the homeowner who bought a house because they plan to stay there for the next 15 years. It's the couple who hosts every holiday, graduation party, and neighborhood gathering and keeps saying, "We really need to do something with this backyard."

When I hear people talking about creating their forever home, expanding their outdoor entertainment space, or planning a major landscaping project, I know that's likely a Grand Slam referral because they've already made the decision to invest in their property.  They're just deciding what it will look like.

For Rob Morgan with Up Up and Away Junk Hauling, the difference between a Home Run referral and a Grand Slam referral comes down to the size of the project, the urgency of the need, and the potential for ongoing business relationships.

A Home Run referral is a homeowner who needs help clearing out a garage, basement, attic, storage unit, or other cluttered space. They have a clear need, are ready to act, and Rob's team can quickly provide a professional, stress-free solution.

A Grand Slam referral is someone involved in a major life event or business need, such as an estate cleanout, property sale, rental turnover, renovation project, or ongoing property management relationship. These projects are often larger and can lead to multiple future jobs and referrals.

When I make a referral to Rob, I can usually tell the difference by the scope of the project and who is involved. A homeowner cleaning out a room is likely a Home Run. A real estate agent, estate attorney, property manager, or contractor with recurring cleanup needs has the potential to be a Grand Slam.

Three to my right is Chris Coulter. For Chris, a Home Run referral is someone who is looking to purchase a home and needs guidance through the mortgage process. This could be a first-time homebuyer, a newly married couple ready to settle into their first home together, or a homeowner looking to refinance their current mortgage. They want to ensure they are getting the best mortgage rate possible and are looking for a knowledgeable, trustworthy professional who can answer their questions, explain their options, and make the process feel less overwhelming. Chris excels at building relationships and helping clients feel confident every step of the way.

A Grand Slam referral is someone who sees Chris as their long-term mortgage advisor rather than someone they work with for just one transaction. They may have purchased their first home with Chris and are now ready to sell and move into a larger home, purchase a vacation property, or invest in a short-term or long-term rental property. These clients already trust Chris, value his expertise, and return to him whenever they have a mortgage need because they know they're in good hands.

When I make the connection, I usually know it's a Home Run when someone mentions they are thinking about buying a home, refinancing, or have questions about the mortgage process. I know it's a Grand Slam when they are actively preparing for a purchase, have financing questions they need answered now, or have worked with a lender before and are looking for someone they can trust for future real estate goals. At that point, they're not just exploring options, they're ready to build a long-term relationship with Chris.

The difference is that a Home Run creates an opportunity. A Grand Slam creates a client for life.

As the Regional Director of Sales for iTHINK Financial, I "think" that a Home Run Referral for Kelly Stover is somone who is becoming a meaningful member of the credit union. This would be an individual looking for a primary banking relationship such as auto loans, student loans, credit cards or a personal line of credit. It is someone seeking more than simply opening a checking or savings account. 

A Grand Slam Referral is someone who is not only a meaningful member, but also has strategic financial needs or can bring multiple relationships to the credit union. This would be a business owner who moves both personal and business banking replationships to the credit union and obtains a line of credit, opens business deposit accounts, secures a commercial real estate loan or obtains equipment financing. Additionally, this person may refer employees or family members, or require services though one of iTHINK's strategic partners. 

Through conversations, I can usually determine whether someone simply needs a banking relationship or whether they have broader financial needs. When I make an introduction to Kelly, I know she can meet them where they are and help them find the right solutions for their banking needs.

Ray Messer owns Signature Closets of Georgia. A Home Run is solid win. I tell someone "Ray does incredible closet and garage work; let me make a 3 way introduction". They have a need and Ray has background infomation prior to speaking with the referral. He sets the meeting and gets a new job.

A Grand Slam I understand the problem & solution the individual has before the introduction. I've shared that his clients are design-conscious people who care about the quality and the details i.e. the Tier 4 color selections are genuinely worth the investment because the finished result looks custom, not stock. I've mentioned a specific space they might need (garage overhaul, mudroom build-out, pantry system etc.) Most importantly I've shared why I trust him personally. By the time he walks in the door, the contact is already leaning toward yes.

The reason this matters especially for him: his clients are very specific in their choices. That means a cold lead might stall or go budget-mode and choose Tier 1 when Tier 4 is actually what they want.  And since his happy clients naturally give referrals themselves, every Grand Slam sent has a multiplier effect.

Providing a home run for Bryan Edwards would most likely look like a single, sizeable neighborhood HOA who is looking for regular maintenance of their arbor system.  A Grand Slam would be introducing him to the arbor manager for a property management company like Sixes management that oversees the arbor systems of multiple, large HOA neighborhoods.  I live in a Sixes property and have been trying to figure out who to connect him to via a couple of real estate folks who are/were on the HOA board.  If I get the opportunity to do that direct connection, I plan to notate the fact that Bryan is a certified arborist and can not only trim the trees and keep them up, but can do so with the care of the tree in mind.  HOAs don't want to have the cost of removing and replacing trees if not necessary and most tree trimming companies are not certified arborists so I am anticipating that Bryan will be able to pitch his services in an effective way.

My definition of a home run is one what that provides a nice but one-time payment. A grand slam would be if its recurring at a frequency that results in significant recurring income preferably generational. 

For me, a Home Run referral for a banker is a business owner looking for a new banking relationship, a line of credit, or financing for growth. There is a clear need and a good opportunity to earn their business.

A Grand Slam referral is a business owner who is unhappy with their current bank, needs multiple banking solutions, and is open to moving the entire relationship. That could include business checking, treasury services, lending, merchant services, and personal banking relationships.

The difference is the depth of the relationship. A Home Run is a good opportunity. A Grand Slam is a long-term relationship where the banker becomes a trusted advisor and supports the growth of both the business and the owner.

I think the difference between a Home Run referral and a Grand Slam referral would be the level of advantageousness. For a business insurance provider, an example of a Home Run referral could be a company that is looking to change insurance providers. Comparativley, a Grand Slam referral could be a company looking to franchise with a desire to have full asset protection.